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High-end property sales tips

Experienced agents offer advice for home-selling success

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(This is Part 1 of a four-part series. See Part 2.) While many agents sell estates, very few do business with those who are Fortune 100 executives, major movie stars, or self-made billionaires. Understanding what works in the ultra-high-end markets can help you be more effective no matter what price range of homes you sell. My husband, Byron Van Arsdale, recently conducted a sales training for a high-end development team that sells $2 million to $5 million custom second homes. To prepare, Byron interviewed several agents who represent multi-million-dollar-earning second-home buyers and sellers. Several important points emerged that are instructive for all agents, no matter what price range they represent. 1.) Knowledge of the inventory is not enough Most agents have a solid knowledge of what is currently for sale. Knowledge, however, is not enough when you are dealing with the ultra high-end. The first step in becoming an agent who represents the ultra-rich is to have a complete mast...